HOMECENTER MERCHANT

(Continued from page 30) customers expect and the efficiency of the store's replenishment system.

o Point of purchase audio./visual equipment will be sabotaged if it's not strategically placed out of ear shot of the selling stations.

a Home centers will again start promoting for new credit card customers.

a Professional speakers are more entertaining but I learn more from retailing panelists.

O Invariably, the counterman who writes the biggest book also offers the biggest discounts.

O Independent retailers could increase their ad budgets . and resulting store traffic if they learned how to administer the available cooperative advertising funds from their suppliers.

Wood Products Program

A new consumer products program designed to meet the special sales promotion requirements of retailers serving the growing do-it- yourself market has been announced by American Forest Products Co., San Francisco, Ca.

Called "one of the most innovative wood products programs to hit the home center market since the advent of the home center itself," according to AFPC's executive vice president Matthew (Rick) Pratt, the program was introduced nationally following extensive test marketing. During a four year period attention was given to the specific needs of the retailer for custom packaging, plus in-store inventory control and promotional support.

"The project has been under development since 19'77," Pratt reports. "After extensive research and planning, the program was thoroughly tested in a California pilot program for more than two years. ' '

Initially developed to soften the impact of cyclical downturns in home-building by increased penetration of the do-it-yourself market, Pratt reports the plan was so successful that the company has now made a long term commitment to the d-i-y market and expanded the program.

Lumber offered is selected and packaged to appeal to the do-ityourself consumer.

Wholesalers Working Together

A gathering of small independent lumber brokers recently met in Oakland, Ca., in an informal session to discuss common problems. Initiated by John Wilton of California Forest Products, Oakland, the roundtable concentrated on general business factors, such as export sales, insurance, trucking and the like, avoiding such legally forbidden topics as price.

While it may yet become formalized enough to initiate such trappings of an association as a charter, the group at present sees its value in simply sharing information, in a casual forum, so that all can learn from the experiences of one.

Among those other attending the first meeting were Ron Lewman, North Bay Forest Products, Healdsburg, Ca.; Claudia Cowan, Horizon Forest Products, Oakland, Ca.; Jack Smith, Mission Forest Products, Hollister, Ca. and Jeff Loftus and Haskel Causey of SacramentoPacific Co., Sacramento, Ca.

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Home lmprovement Birthday

The celebration of the National Home Improvement Council's 25th anniversary drew more than 1,700 registrants to the New Orleans Hilton February 18-21, to attend workshops, seminars, general sessions, "Recognition" and "Survive and Thrive" luncheons, cocktail receptions and the annual President's Ball.

More than thirty sessions covered a broad range of subjects including: solar applications, consumerism, profit centers for remodelers, antitrust developments, financial planning and inner city renovation.

Across the street from the Hilton, at the Rivergate, the bustle of NHIC's largest trade show ever seemed to portend better days ahead.

The exposition, which was 2390 larger than last year, showcased the products and services of 94 industry related organizations; a total of 154 booths.

Calling NHIC "an organization the Federal Home Loan Mortgage Company will become much more heavily involved with in the future,"

"Freddie Mac" president Philip R. Brinkerhoff explained his organization's $200 million pilot program providing a secondary market for home improvement loans.

Jack Anderson, NHIC and Alcoa Building Products, Inc. president, called general economic forecasts, "too conservative for the home improvement industry," while John Butler, GAF Corp. v.p. predicted that, "In 1981, and for the next five years at least, professionally installed remodeling will dominate the residential market."

Only Wayne Baker, v.p., Bank of America, delivered a sobering prediction. He foresees interest rates remaining high, lending institutions reassessing financing methods and stricter credit requirements in light of more lenient bankruptcy laws.

The Oregon Chapter earned first prize in the Council's annual Chapter Awards Competition for working with the Oregon Department of Veterans' Affairs on G.I. financing, expanding home show sponsorship and producing consumer information.

Second place went to the Metro-

The Merchant Magazlne politan Denver Chapter for contacting legislators; helping develop the Colorado Residential Conservation Service (RCS) program; working with the local BBB and the Metro Denver District AttorneY's Consumer Fraud Office.

Woodworkers Elect LP Man

The National Woodwork Manufacturers Association elected Melf U. Lorenzen, LouisianaPacific Corp., Weather-Seal Div., Barberton, Oh., as president at their recent 54th annual meeting in Scottsdale, Az.

Re-elected were Gary Flack, Paine Lumber Co., Oshkosh, Wi., v.p. and John Stanton, American Door Distributors, Inc., treas. Dean Collins, Cascade Wood Products, White City, Or., was elected v.p. E.B. Meyercord, Meyercord Door Co., is retiring pres.

Keynote speaker was A. Milton Whiting, chairman of the board and pres. of Kaibab Industries, Phoenix, Az., and pres. of the National Forest Products Association.